Enterprise Account Director

As an Enterprise Account Director, you will drive the growth of Opus 2 solutions within the world’s leading law firms.

You will build and expand strategic relationships within a portfolio of large law firms, identifying high-value opportunities and leading enterprise sales cycles from discovery through to close. This includes expanding existing Opus 2 subscriptions into new case teams, introducing the platform into additional offices where it may already be used in another geography (for example expanding from US offices into the UK or EMEA office).

The majority of opportunities in this role come from identifying new case teams, use cases, or offices within large law firms and expanding Opus 2’s footprint through strategic account development, including introducing new capabilities such as AI into existing client workflows.

In some cases, the role may also involve developing opportunities with firms that are not yet Opus 2 customers, although the primary focus is expanding Opus 2’s footprint within existing strategic accounts.

This role requires a highly proactive enterprise seller who can independently create and progress opportunities and who can take full ownership of progressing deals from initial engagement through to close.

Successful candidates operate with autonomy and pace while managing complex, multi-stakeholder enterprise sales cycles.

Enterprise Account Directors manage the full deal lifecycle while working closely with internal teams across Solutions Consulting, Customer Success, Marketing, Product, and Hearings.

What you'll be doing

• Build trusted relationships with partners, heads of disputes, litigation support teams, and innovation leaders within target firms. 
• Develop and execute strategic account plans for a portfolio of top-tier law firms, identifying priority practices, stakeholders, and opportunities for expansion. 
• Analyse firm strategy, practice priorities, and market positioning to identify where Opus 2 can deliver the most strategic value. 
• Identify and create new opportunities through proactive outreach, relationship development, and internal referrals. 
• Lead consultative enterprise sales cycles from discovery through to close. 
• Clearly articulate the commercial value of Opus 2 solutions and position them effectively within each client’s workflow and strategic priorities. 
• Translate discovery insights and client discussions into clear commercial proposals that anchor Opus 2’s value to the client’s objectives and case needs. 
• Maintain deal momentum by defining clear next steps, managing stakeholders, and progressing opportunities at pace. 
• Achieve defined sales targets and quota on a monthly, quarterly, and annual basis. 
• Collaborate closely with Solutions Consultants, Customer Success, Marketing, and Hearings teams to develop and progress opportunities. 
• Maintain disciplined pipeline management and forecasting accuracy within Salesforce. 
• Contribute insights from client conversations to inform product development, marketing initiatives, and sales strategy. 
• Represent Opus 2 at client meetings, industry events, and marketing initiatives.

Requirements

What we're looking for in you

We are looking for a highly driven enterprise seller who thrives in complex, relationship-driven sales environments.

The ideal candidate demonstrates strong ownership, strategic thinking, and the ability to independently create and drive opportunities within large law firms through a multi-threaded stakeholder approach.

• Proven experience selling technology solutions into large law firms.
• Experience navigating complex organisations with multiple stakeholders and enterprise sales cycles.
• A consistent track record of meeting or exceeding enterprise sales targets.
• Strong pipeline discipline and forecasting accuracy.
• Executive presence and excellent written and verbal communication skills.
• Ability to communicate effectively with senior stakeholders including partners, practice leaders, and operational leaders.
• Strong understanding of enterprise sales methodology and consultative sales processes.

Core Competencies

• Ownership and accountability – takes full responsibility for opportunities and drives them forward.
• Strategic thinking – able to analyse firm strategy, practice priorities, and market positioning to identify high-value opportunities and align Opus 2 solutions accordingly.
• Pipeline creation – comfortable generating new opportunities through proactive outreach and stakeholder engagement.
• Commercial judgement – able to position value clearly, develop commercially sound proposals, and negotiate effectively within enterprise sales cycles.
• Attention to detail – maintains disciplined pipeline management and reliable forecasting.
• Communication – able to craft clear, persuasive messaging and communicate effectively with senior stakeholders.
• Internal collaboration – works effectively across sales, solutions consulting, marketing, and customer success teams.

Personal Attributes

• Highly proactive and self-directed.
• Strong intellectual curiosity and problem-solving ability.
• Comfortable operating in fast-paced, evolving environments.
• Strong organisational skills and attention to detail.
• Professional credibility with senior legal stakeholders.

What Success Looks Like

Success in this role means building strong relationships within target firms, expanding adoption of Opus 2 across additional case teams and offices, and developing a pipeline of high-value opportunities that progress through the enterprise sales cycle.

Enterprise Account Directors operate with autonomy, create opportunities through strategic account planning and proactive outreach, and consistently drive deals forward with pace and discipline.

Benefits

Working for Opus 2

Opus 2 is a global leader in legal software and services, trusted partner of the world’s leading legal teams. All our achievements are underpinned by our unique culture where our people are our most valuable asset. Working at Opus 2, you’ll receive:

• Contributory pension plan.
• 26 days annual holidays, flexible working, and length of service entitlement.
• Health Insurance.
• Loyalty Share Scheme.
• Enhanced Maternity and Paternity.
• Employee Assistance Programme.
• Electric Vehicle Salary Sacrifice.
• Cycle to Work Scheme.
• Calm and Mindfulness sessions.
• A day of leave to volunteer for charity or dependent cover.